Capturing Clarity: Training Reps to Capture Better Data

Session 2 of the MAFSI x BBB Techs Mini-Series took place on November 5, 2025, and focused on a challenge nearly every rep agency knows too well: getting consistent, high-quality data from the field.

If Session 1 showed how powerful visualization can be, Session 2 dug into the inputs and workflows that make those visuals accurate, useful, and actionable.

Why Better Data Capture Matters

Tim Blake and time-management expert Stephen Turner opened with the core issue:
Reps aren’t failing because they don’t have tools—CRM, ERP, Outlook, quoting platforms, Teams—they’re failing because the habits and workflows around those tools aren’t simple or consistent.

Common issues we discussed:

• Notes skipped because reps are rushing between calls
• Updates buried in long email chains
• CRM entries done late—or not at all
• Manufacturer spreadsheets piling up faster than anyone can analyze them

The cost? Missed trends, inaccurate reporting, and slow decision-making.

Building Better Habits Without Adding More Work

The session centered on practical, field-friendly workflows reps can use immediately.
We walked through how to help reps:

• Capture quick, meaningful notes in real time
• Use Outlook + Teams to eliminate double entry
• Standardize CRM updates so managers aren’t chasing information
• Build routines that support consistency during busy sales cycles

Stephen added time management strategies tailored specifically for reps living on the road, in the kitchen, and in distribution meetings.

The Manufacturer Spreadsheet Problem

Nearly every agency today deals with 10–20+ manufacturers—each sending their own version of monthly Excel reports.

Attendees resonated immediately with the problem:

• Inconsistent column names
• Different timeframes
• Different product hierarchies
• No standardized way to compare performance

We discussed workflow improvements that help reps and sales managers cut hours of manual cleanup, plus techniques to quickly interpret the reports they do receive.

Live Power BI Demo: Turning Raw Reports Into Action

The session closed with a demo showing exactly how raw manufacturer Excel files can be transformed into clear dashboards that reveal:

• Territory trends
• Category growth and decline
• Line card strength and gaps
• Opportunities reps can act on immediately

This demo helped bridge the gap between “inputs reps hate” and “insights reps need.”

Key Takeaways

Reps walked away understanding how to:

• Capture cleaner, more consistent data
• Streamline daily workflows with the tools they already use
• Standardize incoming manufacturer reports
• Turn messy spreadsheets into real-time insights
• Build a foundation that powers better forecasting and stronger line card performance

Session 2 reinforced that great reporting starts with great habits—and that agencies don’t need new tools, just better workflows.

Thank You for Joining Us on November 5

A huge thank-you to the MAFSI community for the engagement, questions, and real-world examples shared during this session. Your participation continues to shape this mini-series into something truly valuable for the rep channel.

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